Big Ideas & New Perspectives

Thanks to Jack and Todd for inviting me to host the blog today. I wrote No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust from Warner Business Books, to transform the way every salesperson, sales executive, and sales organization works.
The book is about more than why cold calling doesnt work, but it makes a catchy title.

When I last talked to Johnny, he was at a cross road. The question is simple; will Johnny get what he needs to succeed, or will he take the path of least resistance? I guess you will have to look inside yourselves to really know that answer.

Finally the smartest thing Johnny said to me was he wanted to develop a set of sales tools that would capture information, assess value and present solutions --and then package them to use in a successful, repeatable sales process. I guess there is hope for him. He really needs to enlist marketing to help him.

Tom Siebel once wrote:
Sales is the untamed frontier of the business world; unpredictable, passionate, theatrical, full of eccentric characters, and dangerous to the newcomer. Like the frontier, the destiny of sales is to be explored, settled, and tamed by people using the RIGHT TOOLS AND TECHNOLOGY. But many also will perish on this frontier, because they are unprepared, unnecessarily exposed to the elements, and annihilated by quick-footed and aggressive foes.

Johnny called me today and asked me this question: Why is it that we spend millions of dollars on technology to keep sales people from selling to us, and yet management constantly complains when we are having trouble contacting stake holders? SPAM filters, Email, gatekeepers, number blockers, etc. are all technologies that keep sales people from reaching their target market.

Thank you for having me as a guest blogger at 800CEOREAD. I am honored to be able to share some of my thoughts with your readers. My new book Why Johnny Cant Sell is filled with plenty of terrific insights into sales, sales process and sales tools, all wrapped around a wonderful story about Johnny and his many challenges as a salesman and sales manager.

I sent a note to Ray Bard at Bard Press asking him for some more info on Little Black Book of Connections. I think this description helps:
People in all kinds of jobs, in big and small companies career builders, sales people, and aspiring executives will love this
edgy, practical, and fun book
In the spirit, style, and format of the bestselling Little Red Book of Selling, the countrys #1 sales trainer, Jeffrey Gitomer, offers a fresh take on networking and connecting your way to success.
The Little Black Book of Connections is based on the power of
give value first.

Jeffrey Gitomer has released his newest book The Little Black Book of Connections. It made the WSJ bestseller list today at #15. As I was looking around for information about the book online, I found things to be pretty sparse.